{ "schemaVersion": "1.0", "item": { "slug": "reef-negotiation", "name": "Reef Negotiation", "source": "tencent", "type": "skill", "category": "效率提升", "sourceUrl": "https://clawhub.ai/staybased/reef-negotiation", "canonicalUrl": "https://clawhub.ai/staybased/reef-negotiation", "targetPlatform": "OpenClaw" }, "install": { "downloadMode": "redirect", "downloadUrl": "/downloads/reef-negotiation", "sourceDownloadUrl": "https://wry-manatee-359.convex.site/api/v1/download?slug=reef-negotiation", "sourcePlatform": "tencent", "targetPlatform": "OpenClaw", "installMethod": "Manual import", "extraction": "Extract archive", "prerequisites": [ "OpenClaw" ], "packageFormat": "ZIP package", "includedAssets": [ "SKILL.md" ], "primaryDoc": "SKILL.md", "quickSetup": [ "Download the package from Yavira.", "Extract the archive and review SKILL.md first.", "Import or place the package into your OpenClaw setup." ], "agentAssist": { "summary": "Hand the extracted package to your coding agent with a concrete install brief instead of figuring it out manually.", "steps": [ "Download the package from Yavira.", "Extract it into a folder your agent can access.", "Paste one of the prompts below and point your agent at the extracted folder." ], "prompts": [ { "label": "New install", "body": "I downloaded a skill package from Yavira. 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Summarize what changed and any follow-up checks I should run." } ] }, "documentation": { "source": "clawhub", "primaryDoc": "SKILL.md", "sections": [ { "title": "Negotiation — Close Deals and Protect Your Value", "body": "Negotiate rates, scope, and terms using Chris Voss's FBI-proven frameworks adapted for freelance and consulting deals.\nSources: Chris Voss (Never Split the Difference), Gong.io, NAHC, Klenty, Aviso.\nAll outputs go to workspace/artifacts/." }, { "title": "Use when", "body": "Negotiating rates with a client (Upwork, direct, retainer)\nClient pushes back on pricing after proposal\nScope creep discussion — client wants more without paying more\nContract terms negotiation (payment schedules, milestones, IP)\nEquity/revenue share deals (like Alfred)\nAny conversation where money or terms are on the table" }, { "title": "Don't use when", "body": "Initial discovery (use client-discovery skill — negotiate AFTER you understand their needs)\nWriting the proposal itself (use proposal-writing skill)\nHandling generic objections before the money talk (use objection-handling skill)\nInternal team disagreements (different dynamic entirely)" }, { "title": "Negative examples", "body": "\"Help me find clients\" → No. This is for deal-closing, not lead gen.\n\"Write my Upwork proposal\" → No. Use proposal-writing skill.\n\"A client is unhappy with the work\" → No. That's service recovery, not negotiation." }, { "title": "Edge cases", "body": "Upwork client asks for lower rate → YES. Price defense framework applies.\nClient wants to add scope without budget increase → YES. Scope protection.\nRevenue share structure (Alfred) → YES. Partnership term negotiation.\nNegotiating with yourself (pricing confidence) → Borderline but useful — the inner game section helps." }, { "title": "1. Tactical Empathy", "body": "Understand their perspective BEFORE pushing yours. Not fake empathy — genuine curiosity about their constraints.\n\nIn practice:\n\n\"It sounds like budget is tight this quarter.\" (labeling)\n\"How can we structure this so it works for both of us?\" (calibrated question)\n\"What would make you feel confident moving forward?\" (their terms, not yours)" }, { "title": "2. Go for \"No\"", "body": "Stop chasing \"yes.\" People feel trapped by yes. When they say \"no,\" they feel safe and in control — then they'll actually listen.\n\nIn practice:\n\nInstead of \"Would you like to move forward?\" → \"Would it be a terrible idea to start with a pilot?\"\nInstead of \"Can we agree on $500?\" → \"Is $500 unreasonable for this scope?\"\nAfter their \"no\": \"What would you need to change to make this work?\"" }, { "title": "3. Get to \"That's Right\"", "body": "\"That's right\" = genuine alignment. \"You're right\" = they're dismissing you. Know the difference.\n\nHow to trigger it: Summarize their situation so accurately they say \"that's right\":\n\"So if I understand correctly — you need this done by March, your budget is around $300, and your main concern is that the last developer left the project half-done. That's a lot of risk to take on again.\"\n\nWhen they say \"that's right,\" you own the conversation." }, { "title": "4. Mirroring", "body": "Repeat the last 1-3 words they said. It feels like magic — they'll elaborate, reveal more information, and feel heard.\n\nExample:\n\nClient: \"We've been burned before by freelancers who disappear.\"\nYou: \"...who disappear?\"\nClient: \"Yeah, our last developer took the deposit and stopped responding after week 2.\"\nNow you know the REAL objection and can address it directly." }, { "title": "5. Labeling", "body": "Name their emotion or concern out loud. \"It seems like...\" / \"It sounds like...\" / \"It feels like...\"\n\nExample:\n\n\"It seems like you're worried about committing to a monthly retainer.\"\n\"It sounds like the previous experience made you cautious about paying upfront.\"\n\nLabeling defuses negative emotions and amplifies positive ones." }, { "title": "The Ackerman Model (Price Negotiation)", "body": "When you MUST negotiate on price (not ideal — hold value first):\n\nSet your target price\nFirst offer: 65% of your target (if they're offering first, let them anchor)\nSecond offer: 85% of target\nThird offer: 95% of target\nFinal offer: 100% of target + throw in a non-monetary perk\n\nExample (your target: $500):\n\nThey say: \"Can you do it for $300?\"\nYou: \"Based on the scope, I'd normally be at $700 for this. (anchor high) I could do $425 if we trim [specific thing].\"\nThey push back: \"Still high.\"\nYou: \"$475, and I'll include documentation + 1 week of support.\"\nFinal: \"$500 flat, includes everything, and I'll start today.\"\n\nThe non-round number trick: $487 feels more calculated and credible than $500. Use precise numbers in final offers." }, { "title": "Rate Defense Framework", "body": "When a client says \"your rate is too high\":" }, { "title": "Step 1: Don't React", "body": "Silence is power. Pause for 3 seconds. Let the discomfort sit. Most people fill silence with concessions — don't be that person." }, { "title": "Step 2: Acknowledge", "body": "\"I appreciate you being upfront about that.\" (builds trust)" }, { "title": "Step 3: Reframe Value", "body": "\"Let me walk you through what this investment delivers: [specific outcomes from discovery]. For context, agencies charge $150-200/hr for this. My rate reflects [your specific edge].\"" }, { "title": "Step 4: Offer Structure, Not Discount", "body": "\"Would it help to split into milestones? Pay $250 now, $250 on completion.\"\n\"We could reduce scope to fit $X — I'd remove [specific item]. Which matters most to you?\"\n\"I can offer a 10% discount on a 3-month retainer.\" (trades discount for commitment)" }, { "title": "Step 5: Walk Away (If Needed)", "body": "\"I want to make sure you get the right fit. If $X doesn't work for your budget, I totally understand. Would you like me to recommend someone in a different price range?\"\n\nWalking away with grace often brings them back at your price." }, { "title": "Scope Creep Defense", "body": "When \"just one more thing\" keeps happening:\n\nPrevention (in proposal):\n\nExplicit \"What's NOT included\" section\n\"Additional requests billed at $X/hr or scoped separately\"\nMilestone-based payments tied to specific deliverables\n\nIn the moment:\n\nAcknowledge: \"Great idea — I can see why that'd be valuable.\"\nScope it: \"That would take approximately X hours to add.\"\nOption: \"Want me to include it in a Phase 2 scope, or add it to this project at $Y?\"\nNever: Just absorb it silently. Every \"free\" addition trains them to expect more." }, { "title": "Revenue Share / Equity Negotiation", "body": "For deals like Alfred (equity/rev share):\n\nProtect yourself:\n\nDefine exactly what \"revenue\" means (gross? net? after expenses?)\nSet a minimum monthly guarantee if possible\nTime-box the agreement (12 months, then renegotiate)\nDefine what happens if the client stops using the service\nGet it in writing — even a simple email agreement\n\nFair structures:\n\n10-20% of revenue generated by your automation (directly attributable)\n$0 upfront + rev share (higher risk for you = higher % justified)\nMonthly retainer + smaller rev share (balanced risk)" }, { "title": "The Inner Game", "body": "The biggest negotiation is with yourself:\n\nDon't apologize for your price. \"My rate is $49/hr\" not \"My rate is, um, $49... if that works?\"\nSilence is your weapon. State your price and stop talking. The first person to speak after the number loses.\nYou're a peer, not a supplicant. Discovery-first selling positions you as an expert diagnosing their problem, not an applicant hoping for work.\nWalk-away power is real. If you're willing to lose the deal, you negotiate from strength. If you're desperate, they smell it.\nRaise your rate. If you're winning 100% of proposals, you're too cheap. Aim for 30-50% win rate — that means your price is in the right zone." }, { "title": "Key Principles", "body": "Negotiation is not combat — it's collaborative problem-solving\nTactical empathy > aggressive tactics (every time)\n\"No\" is the start of negotiation, not the end\nNever split the difference — find creative solutions instead of meeting in the middle\nNon-round numbers ($487 vs $500) signal precision and credibility\nIf you win 100% of negotiations, you're leaving money on the table" } ], "body": "Negotiation — Close Deals and Protect Your Value\n\nNegotiate rates, scope, and terms using Chris Voss's FBI-proven frameworks adapted for freelance and consulting deals. Sources: Chris Voss (Never Split the Difference), Gong.io, NAHC, Klenty, Aviso. All outputs go to workspace/artifacts/.\n\nUse when\nNegotiating rates with a client (Upwork, direct, retainer)\nClient pushes back on pricing after proposal\nScope creep discussion — client wants more without paying more\nContract terms negotiation (payment schedules, milestones, IP)\nEquity/revenue share deals (like Alfred)\nAny conversation where money or terms are on the table\nDon't use when\nInitial discovery (use client-discovery skill — negotiate AFTER you understand their needs)\nWriting the proposal itself (use proposal-writing skill)\nHandling generic objections before the money talk (use objection-handling skill)\nInternal team disagreements (different dynamic entirely)\nNegative examples\n\"Help me find clients\" → No. This is for deal-closing, not lead gen.\n\"Write my Upwork proposal\" → No. Use proposal-writing skill.\n\"A client is unhappy with the work\" → No. That's service recovery, not negotiation.\nEdge cases\nUpwork client asks for lower rate → YES. Price defense framework applies.\nClient wants to add scope without budget increase → YES. Scope protection.\nRevenue share structure (Alfred) → YES. Partnership term negotiation.\nNegotiating with yourself (pricing confidence) → Borderline but useful — the inner game section helps.\nChris Voss's Core Principles\n1. Tactical Empathy\n\nUnderstand their perspective BEFORE pushing yours. Not fake empathy — genuine curiosity about their constraints.\n\nIn practice:\n\n\"It sounds like budget is tight this quarter.\" (labeling)\n\"How can we structure this so it works for both of us?\" (calibrated question)\n\"What would make you feel confident moving forward?\" (their terms, not yours)\n2. Go for \"No\"\n\nStop chasing \"yes.\" People feel trapped by yes. When they say \"no,\" they feel safe and in control — then they'll actually listen.\n\nIn practice:\n\nInstead of \"Would you like to move forward?\" → \"Would it be a terrible idea to start with a pilot?\"\nInstead of \"Can we agree on $500?\" → \"Is $500 unreasonable for this scope?\"\nAfter their \"no\": \"What would you need to change to make this work?\"\n3. Get to \"That's Right\"\n\n\"That's right\" = genuine alignment. \"You're right\" = they're dismissing you. Know the difference.\n\nHow to trigger it: Summarize their situation so accurately they say \"that's right\": \"So if I understand correctly — you need this done by March, your budget is around $300, and your main concern is that the last developer left the project half-done. That's a lot of risk to take on again.\"\n\nWhen they say \"that's right,\" you own the conversation.\n\n4. Mirroring\n\nRepeat the last 1-3 words they said. It feels like magic — they'll elaborate, reveal more information, and feel heard.\n\nExample:\n\nClient: \"We've been burned before by freelancers who disappear.\"\nYou: \"...who disappear?\"\nClient: \"Yeah, our last developer took the deposit and stopped responding after week 2.\"\nNow you know the REAL objection and can address it directly.\n5. Labeling\n\nName their emotion or concern out loud. \"It seems like...\" / \"It sounds like...\" / \"It feels like...\"\n\nExample:\n\n\"It seems like you're worried about committing to a monthly retainer.\"\n\"It sounds like the previous experience made you cautious about paying upfront.\"\n\nLabeling defuses negative emotions and amplifies positive ones.\n\nThe Ackerman Model (Price Negotiation)\n\nWhen you MUST negotiate on price (not ideal — hold value first):\n\nSet your target price\nFirst offer: 65% of your target (if they're offering first, let them anchor)\nSecond offer: 85% of target\nThird offer: 95% of target\nFinal offer: 100% of target + throw in a non-monetary perk\n\nExample (your target: $500):\n\nThey say: \"Can you do it for $300?\"\nYou: \"Based on the scope, I'd normally be at $700 for this. (anchor high) I could do $425 if we trim [specific thing].\"\nThey push back: \"Still high.\"\nYou: \"$475, and I'll include documentation + 1 week of support.\"\nFinal: \"$500 flat, includes everything, and I'll start today.\"\n\nThe non-round number trick: $487 feels more calculated and credible than $500. Use precise numbers in final offers.\n\nRate Defense Framework\n\nWhen a client says \"your rate is too high\":\n\nStep 1: Don't React\n\nSilence is power. Pause for 3 seconds. Let the discomfort sit. Most people fill silence with concessions — don't be that person.\n\nStep 2: Acknowledge\n\n\"I appreciate you being upfront about that.\" (builds trust)\n\nStep 3: Reframe Value\n\n\"Let me walk you through what this investment delivers: [specific outcomes from discovery]. For context, agencies charge $150-200/hr for this. My rate reflects [your specific edge].\"\n\nStep 4: Offer Structure, Not Discount\n\"Would it help to split into milestones? Pay $250 now, $250 on completion.\"\n\"We could reduce scope to fit $X — I'd remove [specific item]. Which matters most to you?\"\n\"I can offer a 10% discount on a 3-month retainer.\" (trades discount for commitment)\nStep 5: Walk Away (If Needed)\n\n\"I want to make sure you get the right fit. If $X doesn't work for your budget, I totally understand. Would you like me to recommend someone in a different price range?\"\n\nWalking away with grace often brings them back at your price.\n\nScope Creep Defense\n\nWhen \"just one more thing\" keeps happening:\n\nPrevention (in proposal):\n\nExplicit \"What's NOT included\" section\n\"Additional requests billed at $X/hr or scoped separately\"\nMilestone-based payments tied to specific deliverables\n\nIn the moment:\n\nAcknowledge: \"Great idea — I can see why that'd be valuable.\"\nScope it: \"That would take approximately X hours to add.\"\nOption: \"Want me to include it in a Phase 2 scope, or add it to this project at $Y?\"\nNever: Just absorb it silently. Every \"free\" addition trains them to expect more.\nRevenue Share / Equity Negotiation\n\nFor deals like Alfred (equity/rev share):\n\nProtect yourself:\n\nDefine exactly what \"revenue\" means (gross? net? after expenses?)\nSet a minimum monthly guarantee if possible\nTime-box the agreement (12 months, then renegotiate)\nDefine what happens if the client stops using the service\nGet it in writing — even a simple email agreement\n\nFair structures:\n\n10-20% of revenue generated by your automation (directly attributable)\n$0 upfront + rev share (higher risk for you = higher % justified)\nMonthly retainer + smaller rev share (balanced risk)\nThe Inner Game\n\nThe biggest negotiation is with yourself:\n\nDon't apologize for your price. \"My rate is $49/hr\" not \"My rate is, um, $49... if that works?\"\nSilence is your weapon. State your price and stop talking. The first person to speak after the number loses.\nYou're a peer, not a supplicant. Discovery-first selling positions you as an expert diagnosing their problem, not an applicant hoping for work.\nWalk-away power is real. If you're willing to lose the deal, you negotiate from strength. If you're desperate, they smell it.\nRaise your rate. If you're winning 100% of proposals, you're too cheap. Aim for 30-50% win rate — that means your price is in the right zone.\nKey Principles\nNegotiation is not combat — it's collaborative problem-solving\nTactical empathy > aggressive tactics (every time)\n\"No\" is the start of negotiation, not the end\nNever split the difference — find creative solutions instead of meeting in the middle\nNon-round numbers ($487 vs $500) signal precision and credibility\nIf you win 100% of negotiations, you're leaving money on the table" }, "trust": { "sourceLabel": "tencent", "provenanceUrl": "https://clawhub.ai/staybased/reef-negotiation", "publisherUrl": "https://clawhub.ai/staybased/reef-negotiation", "owner": "staybased", "version": "1.0.0", "license": null, "verificationStatus": "Indexed source record" }, "links": { "detailUrl": "https://openagent3.xyz/skills/reef-negotiation", "downloadUrl": "https://openagent3.xyz/downloads/reef-negotiation", "agentUrl": "https://openagent3.xyz/skills/reef-negotiation/agent", "manifestUrl": "https://openagent3.xyz/skills/reef-negotiation/agent.json", "briefUrl": "https://openagent3.xyz/skills/reef-negotiation/agent.md" } }